© 2011 IBM Corporation

November 2011

IBM Smarter Commerce Solution Off Ramps

© 2011 IBM Corporation 2

Introduction

Purpose The purpose of this document is to enable an IBM Business Partner to leverage IBM Smarter Commerce as an entry point for a discussion with midmarket CXO level executives and quickly convert the discussion into potential opportunities by selecting the appropriate offerings that help address the most pressing challenges of midsize businesses in the age of the empowered customer.

Key steps in selecting appropriate off ramps – Understand the challenges and opportunties of midsize companies in an era where customers have unlimited

access to information, do commerce from virtually anywhere and instantly share their views with the world. Resources:

• IBM Smarter Commerce for Midmarket - Customer presentation • IBM CMO Study Midmarket Point of View • IBM CMO Study – Midmarket Solution Off Ramps

– Use slides 3-9 to review key Smarter Commerce concepts – Use slide 11 to identify the solutions and offerings that best align to the core processes of Smarter Commerce – Refer to the Offerings One-Pagers (slides 13-26) to understand how each selected offering links to the core

processes of Smarter Commerce, to find a summary description of the solution, what differentiates it from competitive offerings, the pain points it addresses, expected customer benefits, references and where you’ll be able to find additional information.

NOTE: This document includes examples of offerings in the IBM midmarket portfolio that align to the core processes of Smarter Commece. To know more about these and other offerings in our portfolio go to: Where to look for additional information. The actual availability of the offerings in each country needs to be confirmed by the Geo teams.

© 2011 IBM Corporation 3

Key Smarter Commerce concepts

© 2011 IBM Corporation 4

This is changing the entire way products are sourced, manufactured and distributed—and making business more complex than ever.

Customer expectations of service, price and delivery is soaring.

Customers now have unlimited access to information and can instantly share it with the world

Social networking and mobile commerce have dramatically changed the dynamic between buyer and seller.

We have entered the age of the empowered customer

155 million Number of tweets sent via Twitter each day

75% Percentage of people who believe companies don’t tell the truth in advertisements

$93 billion Amount in sales missed due to out of stock inventory

© 2011 IBM Corporation 5

These disruptive forces ripple from the customer through the enterprise and across entire industries

Source: IBV Analysis

Individuals

• The connected consumer

• The networked workforce

• The empowered citizen

Industries

• Value migration

• Value chain redefinition

• Fragmentation

Enterprises

• Evolved business models

• Optimized digital operations

• Connected enterprise

“The consumer is using new channels to

perceive value, and associated pricing

implications.“ Consumer Products CEO, United States

"Profits will shift away from analog

distribution to digital distribution;

we will see increased margins in

digital distribution and increased

international distribution.“ Media and Entertainment CEO, United

States

“Disintermediation of clients by smaller

niche players (such as mobile players)

is cause for concern.“ Financial Markets CEO, Canada

© 2011 IBM Corporation 6

Understand and

anticipate

customer

behavior and

needs based on

customer

insights across

all channels

Adapt sourcing and

procurement based

on customer

demand and

optimize supplier

interactions across

extended value

chains

Market, sell and

fulfill the right

product and service

at the right price,

time and place

Service customers flawlessly, predict and drive customer loyalty

Power has shifted to the customer — compressing margins and changing paradigms

In this new era, businesses need to:

© 2011 IBM Corporation 7

It drives growth by enhancing, extending, and redefining the value you provide

At IBM we call the path forward: Smarter Commerce

Smarter Commerce is a strategic approach that places the customer at the center of your business operations

It increases margins by boosting efficiency at every stage of the commerce cycle

It synchronizes your entire value chain to deliver consistent and predictable outcomes

It maximizes the insight generated through customer interactions

It capitalizes on social and mobile commerce

It improves collaboration and visibility for your customers & partners

Customer

© 2011 IBM Corporation 8

Customer

Smarter Commerce focuses on three dimensions centered around the customer

You need an approach that

allows you to more effectively

connect, collaborate, conduct

commerce and create a

differentiated customer

experience

In today’s world of instant

business, you need deep

insights, in real-time that you

can turn into immediate action

Customer Insight In turn, you must re-think

how your customers define value, and the changes you

must make to your value chain so you can deliver

exactly what your customers want - profitably

Customer Value Strategy

Customer & Partner Engagement

…increasing the value companies generate

for their customers and partners in a

rapidly changing digital world

© 2011 IBM Corporation 9

Smarter Commerce can help transform every phase of the commerce cycle

Buy Drives intelligent,

adaptive and optimized

extended supply chains based on

customer demand

Market Creates

personalized and relevant offers

with unified cross-channel

marketing

Service Anticipates

behavior and delivers flawless customer service

across all channels

Sell Enables

customers and partners to

buy what they want, when and

where

Sourcing, controlling and procurement of goods and services

Targeted and personalized marketing across all customer interactions

Selling and fulfillment of products and services across all channels

Servicing

customer needs across all

interaction channels

Market Buy

Service Sell

Customer

Insight Strategy

Engagement

© 2011 IBM Corporation 10

Solution Mapping

© 2011 IBM Corporation 11

Smarter Commerce solution on-ramps for midsize businesses

Market Buy Sell

IBM Retail Store Solutions

IBM SPSS Modeler Premium

IBM WebSphere Portal Express

Supply Chain Management & Performance

B2B Trading Partner Integration Cross-channel Selling & Fulfillment

GTS SWG STG

IBM WebSphere Commerce Express IBM Sterling Connect:Direct

IBM Smart Analytics System 5710

Enterprise Marketing Management

IBM WebSphere Portal Express

IBM Coremetrics Dig Mktg Suite

IBM Unica Marketing Operations OnDemand

IBM Unica Email Optimization OnDemand

Service

IBM SPSS Modeler Premium

IBM Smart Analytics System 5710

Customer Analytics

IBM SPSS Modeler Premium

IBM i for Business Intelligence

IBM i Solution Edition for SugarCRM

Express PCI Assessments

Service & Support

IBM WebSphere Portal Express

IBM Sterling B2B Collaboration Network

Customer Integration & Collaboration

IBM WebSphere Portal Express

IBM Sterling Connect:Direct

IBM Sterling B2B Collaboration Network

IBM AnyPlace Kiosk

IBM Cognos Express

© 2011 IBM Corporation 12

Offerings One-Pagers

© 2011 IBM Corporation 13

IBM SPSS Modeler Premium

Messaging link to the CMO Study Findings

In the digital era, organizations need to understand customers and act quickly on what they learn. As midmarket marketing leaders manage the shift towards digital

technologies, enhancing customer loyalty/advocacy is their top priority. IBM SPSS Modeler Premium enables organizations to mine their data to uncover hidden

patterns that can be used to answers questions such as – which product is a customer segment likely to buy, which channels does a customer prefer, which products

can be upsold / cross-sold to a particular customer segment.

Benefits / Business Value

Ability to identify which customers are likely to respond to a marketing offer

Ability to predict what products and services prospects are likely to purchase together (retail market basket analysis)

Mitigate risk through preventive action

– Identify which insurance claims have a high probability of fraud

– Predict which robots on an assembly line are likely to fail (predictive maintenance)

– Deploy police resources based on "hot spots" (predictive policing)

Solution Overview

IBM SPSS Modeler Premium is a powerful, versatile data and text analytics

workbench that helps midsize organizations build accurate predictive models

quickly and intuitively in order to proactively and repeatedly exploit revenue

opportunities, reduce costs and increase operational productivity.

It goes beyond the analysis of structured numerical data alone to help with the

analysis of unstructured data, such as web activity, blog content, customer

feedback, e-mails, articles and more, to create the most accurate predictive

models possible.

Why IBM

Combines enterprise-scale data and text mining capabilities coupled with extensive integration capabilities

Allows business stakeholders to create powerful predictive models visually and intuitively

Provides an integrated workbench for both numerical and text analytics that can be integrated with IBM’s Business Intelligence platform to not only generate insights but also share results with the larger organization and include them as part of the planning process

Additional Sales Enablement

PartnerWorld

Pain Points

Inability to use historical data to predict the future and thereby anticipate and

prepare for events

Given the volatility of both financial and consumer sentiments, generating

insights from historical trends is a complex task

Opportunity to identify the right segment for a particular campaign/product and

services before launching them

False claims and attempts at insurance fraud

Client References

Neck & Neck

Mentoring Minds

PostFinance

© 2011 IBM Corporation 14

Messaging link to the CMO Study Findings

Midmarket marketing leaders say their four biggest challenges are decreasing brand loyalty, the data explosion, growth of channel and device choices and social media.

In order to cope with the data explosion, enterprises need data warehousing solutions that help them overcome departmental si los and make sense of the huge amount

of data both within and outside the organization.

Benefits / Business Value

Ability to gain insight through the analysis of both structured and unstructured data

Ease of use through visual tools to aggregate and transform data and wizards and templates to simplify data mining

Reduced administration costs through pre-optimized workload management feature

Proven technology out-of-the-box

Integrated single vendor support

Solution Overview

IBM Smart Analytics System 5710 offers a combined solution consisting of a

simplified, integrated, data warehousing platform and a complete business

intelligence and analytics suite. This compact, appliance-like solution is a single

system delivering the right balance of power and simplicity out-of-the-box. Pre-

integrated and optimized with IBM software and hardware based on years of

experience, midsize customers can get results in days rather than months.

Available on the Linux platform, IBM Smart Analytics System 5710 offers the

following pre-configured capacities: 1,485 GB, 3.0 TB and 13.2 TB.

Why IBM

Faster time to value - with an industry unique combination of analytics software and server and storage hardware optimized for top performance by IBM experts and delivered by local solution providers

Compact - a single system delivering the right balance of power and simplicity; it consumes 50% less floor space than its X050 model predecessors, helping further reduce storage costs

Proven technology - from an industry leading IT vendor with years of client successes with systems optimized for analytics workloads

Additional Sales Enablement

PartnerWorld

ibm.com

Blog: Want to get started with

Business Analytics?

Pain Points

Velocity of business requires more data analysis to be done faster

Lack of expertise and time to tune and optimize software

Information not leveraged effectively because it is incomplete or siloed

Increased need to aggregate and analyze information dynamically

Increasing cost of management

Need to address increasingly mixed workload environment

More diverse environments to address diverse user population and data with

the same or fewer support personnel

Client References

Convergence CT

A.G. Barr

IBM Smart Analytics System 5710

© 2011 IBM Corporation 15

Messaging link to the CMO Study Findings

Demonstrating ROI and increasing the effectiveness of marketing is a top focus for CMOs. IBM Cognos Express provides compelling reports and ad hoc queries that

can be used by CMOs to demonstrate their effectiveness and provide consistent and reliable information to answer critical business questions. In addition, the scenario

building capability of Cognos helps marketing leaders plan the impact of various strategic scenarios thereby enabling them to react quickly to changing business

conditions.

Benefits / Business Value

Provides consistent, reliable information to answer critical business questions:

How are we doing? Why? What should we be doing?

Enables the organization to react quickly to changing business conditions

through streamlined reporting, planning, budgeting and forecasting

Increases productivity and revenue and reduces operational costs

It Is easy to buy, install and use

Solution Overview

Integrated business intelligence (BI) and planning solution, purpose-built to meet

the needs of midsize companies. It delivers the essential reporting, analysis,

dashboard, scorecard, planning, budgeting and forecasting capabilities that

midsize companies need at a price they can afford. Everything is included in a

pre-configured solution that is easy to install, easy to use and easy to buy.

Why IBM

Cognos is the first and only integrated business intelligence and planning solution purpose-built to meet the needs of midsize companies

Pre-configured solution that is simple to install, configure, administer, manage and use, minimizing technical effort and resources

Provides the widest range of business intelligence capabilities in the industry

Allows clients to start small, start anywhere

Protects a client's investments with a solution that grows with their business need

Additional Sales Enablement

PartnerWorld ibm.com

Pain Points

Business users don’t have access to the information they need

Users do not have confidence that they have the information to make better

decisions

Inability to deliver timely, reliable forecasts and plans that align operational

tactics with financial targets

Limited IT resources, BI and predictive analytics expertise and budgets

Client References

McCormick and Schmick’s Restaurants

Mercury Medical

Cincinnati Zoo and Botanical Garden

IBM Cognos Express

© 2011 IBM Corporation 16

Messaging link to the CMO Study Findings

Many organizations struggle to develop customer insights because they primarily focus on understanding markets rather than individuals. In this digital era, where

customers are doing more and more shopping online, organizations need to readily understand customers’ online behaviors and act quickly on what they learn. IBM

Coremetrics Digital Marketing Optimization Suite enables organizations to profile online visitors at an individual level and track them through the various stages of the

sales cycle.

Benefits / Business Value

SaaS based application designed to be purchased and used by marketeers

without support from IT

Complete customer profile to target customers better

More effective targeting and re-targeting

Increased marketing ROI

Improved marketing asset utilization and customer loyalty

Solution Overview

Through the fusion of web analytics and marketing automation, IBM Coremetrics

Digital Marketing Optimization Suite empowers marketers to turn site visitors into

repeat customers and loyal advocates, by orchestrating a personalized and

compelling experience throughout each customer’s digital lifecycle. Coremetrics

Web Analytics is the base offering with sophisticated analytics and marketing

automation applications available as add-on components.

Why IBM

Recognized as industry leader by Forrester Wave, October 2011

Superior digital marketing capabilities especially in marketing attribution and

real-time analytics

Vision and solutions for Smarter Commerce

Robust SaaS platform

Additional Sales Enablement

PartnerWorld

Pain Points

Margin compression as consumers hunt for bargains online and in stores

Challenge in predicting consumer preferences and buying behavior in the

online environment

Need view of consumer behavior across channels for a holistic customer

profile

Inability to respond quickly and in real time to customer behaviors

Client References

Ace Mart Restaurant Supply

FootSmart

SkyMall, Inc.

IBM Coremetrics Digital Marketing Optimization Suite

© 2011 IBM Corporation 17

Messaging link to the CMO Study Findings

Across all industries, the two biggest barriers hindering CMOs from adopting new tools and technologies are cost and lack of certainty about ROI. Midmarket marketing

leaders are in agreement, with 82 percent citing cost as the biggest barrier to technology adoption and 60 percent citing lack of ROI certainty. With IBM Unica Marketing

Operations OnDemand, both barriers are successfully overcome, as this offering helps the CMO capture value by doing more with less resources and drive greater

efficiency in running a leaner marketing organization.

Benefits / Business Value

Improves and increases marketing efficiency with greater throughput

Track and report on project progress to remain on schedule and within budgetary limits.

Organize a digital marketing asset library for use by internal personnel and external agencies and vendors.

Speed campaigns to market by eliminating the barriers to collaboration through hosted markup and approval tools.

Easy to administer and maintain, with a quick deployment cycle (i.e. in days)

Additional Sales Enablement

PartnerWorld ibm.com

Pain Points

The global marketplace has made collaboration across departments more

challenging. Workforces are scattered across time zones and dedicated

marketing personnel are limited; yet are expected to deliver on time without

exceeding available budgets.

Marketing organizations are still relying on paper tracking mechanisms to

coordinate digital marketing efforts.

IT staff is lean and prioritizes meeting operational needs rather than

addressing marketing requirements.

Client References

IBM midmarket client references are not yet available based on recent acquisition

of Unica

IBM Unica Marketing Operations OnDemand

Solution Overview

Marketing Operations OnDemand is a hosted single marketing resource

management console that empowers marketing operations with tactical

campaign tracking and accountability, strategic program collaboration and asset

management across the entire company. Provides marketers with a rich set of

capabilities available “on demand” that help marketing teams work more

productively and effectively do: Planning & Budgeting; Workflow, traffic, and

scheduling; Online proofing, mark-up, reviews, and approvals; Expense

Tracking; and Time Tracking.

Why IBM

• In October 2011, IBM (Unica) is positioned as a leader in the Gartner Magic

Quadrant for Integrated Marketing Management: "IBM (Unica) is a Leader for

its broad IMM [Integrated Marketing Management] vision, its execution in

multichannel campaign management and integrated MRM (marketing resource

management) offerings, its trek toward digital marketing and its on-demand

production management capabilities.”

• Depth and breadth of IBM portfolio to support the entire spectrum of Smarter

Commerce needs with a a modular approach to address key challenges today

and grow with confidence.

© 2011 IBM Corporation 18

Messaging link to the CMO Study Findings

As the pressure on CMOs grows to improve the ROI of marketing, they must increase the penetration of digital marketing techniques such as email marketing. IBM

Unica Email Optimization OnDemand can help improve digital marketing ROI by ensuring that more emails get through to customers. It also provides insights about the

actions users take upon receiving the marketing messages at an individual level.

Benefits / Business Value

A positive brand experience for customers across platforms and channels.

Rendering: Ensures uniform rendering of emails across all mobile, desktop and

web email clients

Deliverability: Track whether your emails are being delivered to the inbox or

spam folder & improve performance through quick & targeted intervention

Social Email Analytics identifies when customers share links from email

campaigns on Facebook & Twitter providing insight on how email drives

activity and engagement across-channels and platforms.

Additional Sales Enablement

PartnerWorld

ibm.com

Pain Points

• Email clients, mobile devices and browsers all render emails and landing

pages uniquely making it difficult for an email marketer to test if their emails

render properly without the use of automated tools

• ISPs constantly evolve their anti-spam filtering schemas causing legitimate

email to be routed or marked as spam.

• Blacklists can hamper the ability of a legitimate marketer to deliver email to

their customers, without tools and insight they may not know they are black

listed nor be able to resolve the blacklisting without significant brand damage.

• Inability to identify who are the most potent social influencers.

IBM Unica Email Optimization OnDemand

Why IBM

• In October 2011, IBM (Unica) is positioned as a leader in the Gartner Magic

Quadrant for Integrated Marketing Management: "IBM (Unica) is a Leader for

its broad IMM [Integrated Marketing Management] vision, its execution in

multichannel campaign management and integrated MRM (marketing resource

management) offerings, its trek toward digital marketing and its on-demand

production management capabilities.”

Depth and breadth of support for email clients, browser and mobile clients.

Solution Overview

IBM Unica Email Optimization is a cloud based solution to optimize email

communications from creation, deployment, social sharing and landing pages.

It has several components, including Design and Rendering tools, Deliverability

Tracking via seed list, Email Client Identification and Social Email Analytics,

which allows customers to track the viral potential of every link in their emails.

Client References

IBM midmarket client references are not yet available based on recent acquisition

of Unica

© 2011 IBM Corporation 19

Messaging link to the CMO Study Findings

CMOs are facing significant challenges and most feel underprepared to manage them. Overall, the data explosion, social media, growth of channel and device choices

and shifting consumer demographics were the top four concerns for all CMOs. In this digital era, organizations need to understand customers and act quickly on what

they learn. IBM Websphere Commerce Express enables midsize firms to quickly establish a web presence, thereby allowing them to leverage the digital channels

effectively and efficiently, both upstream and downstream.

Benefits / Business Value

Enables you to launch an online presence with the basics, then grow as your

needs change

Allows you to create and customize the store site right away with out-of-the-box

capabilities

Provides powerful tools that allow business users to manage their site

effectively without special technical skills

Delivers a flexible solution, built on open standards

Solution Overview

Designed for small to midsize businesses looking to jumpstart their online

presence, IBM Websphere Commerce is a complete solution designed to help

growing companies do business on the Web.

The solution provides a broad collection of tools for easy administration and

management of your site. Most are built into an intuitive web-based framework

called IBM Management Center for WebSphere Commerce, which can help you

with everything from managing the look and feel of your store, to catalog

management, to creating and maintaining orders, and tracking store activities.

Why IBM

IBM has the broadest commerce portfolio which enables customers to not only meet their current requirements but also plan for the future without needing to make unnecessary investments today

IBM Websphere Commerce Express is an essential solution that offers capabilities used by top midsize internet retailers

Easy to use, with a ready to deploy Starter store that increases speed to market and reduces TCO

Mobile commerce, social commerce, marketing and merchandising capabilities integrated.

Additional Sales Enablement

PartnerWorld ibm.com

Pain Points

Improve customer service in order to increase sales, better serve existing customers, attract new customers, and increase loyalty or retain current customers

As business models evolve, a number of customers are moving to online space to buy, creating an immediate need to move customer interactions to the most cost-effective channels like the web

Reach new markets (for example, do business in new locales, sell to businesses as well as consumers)

Client References

Bishop Co.

BJU Press

IBM WebSphere Commerce Express

© 2011 IBM Corporation 20

Messaging link to the CMO Study Findings

Forward thinking midmarket CMOs need to capitalize on new digital channels to foster new relationships, engage with customers throughout the entire customer

lifecycle, and build online communities to strengthen brand loyalty. IBM WebSphere Portal Express can help them by offering application integration, document

management, web content management and collaboration capabilities in addition to popular social capabilities, such as blogs, wikis, tagging and ratings, in a single,

easy-to-deploy solution targeted at small and medium business.

Benefits / Business Value

IBM WebSphere Portal Express enables midsize businesses

• To deploy Intranet/extranet example sites in under an hour and customize as needed to add capabilities; or build-from-scratch using a Site Wizard or leveraging WebSphere Portal NOW.

• To quickly create/modify portal content without IT help

• To provide customers and employees with timely information and access to applications, people and processes via a single consistent user interface.

• To easily leverage popular social capabilities, including blogs, wikis, tagging and ratings,

Why IBM

IBM WebSphere Portal Express:

Is extensible, open standards- based, and can grow to address the needs of

practically any size organization, helping ensure the value of your IT investment

Provides a broad range of integrated services required to support customer

facing business with ready portal web solutions

Additional Sales Enablement

ibm.com

Pain Points

Responsive to the needs of the marketplace by providing customers with highly

personalized access to what they need, when they need it, anywhere, any time

Drive revenue and increase brand loyalty by providing enhanced web

experiences that include native social and mobile capabilities

Improve access to expertise within the organization and collaborate in real-time

Client References

Mark’s Work Warehouse

IBM WebSphere Portal Express

Solution Overview

IBM WebSphere Portal Express:

Can help small and midsize businesses easily deploy and customize web sites to accelerate time to value

Offers application integration, document management, web content management and collaboration capabilities in a single, easy-to-deploy solution targeted at small and medium businesses

Includes popular social capabilities, namely blogs, wikis, tagging and ratings, as well as an updated configuration wizard and enhanced analytics support

© 2011 IBM Corporation 21

Messaging link to Smarter Commerce

Smarter Commerce improves collaboration and visibility with your customers and suppliers. B2B Integration provides seamless and secure integration of key business

processes. With B2B Integration companies can: 1) Build and maintain a dynamic supplier community and customer connections; 2) Automate and optimize information

movement within the supplier community and B2B customers; 3) Integrate supplier and customer information with internal systems; 4) Provide a foundation for

strategic decision making for collaborative supplier communities and B2B customers.

Benefits / Business Value

Improve responsiveness by supporting any data type or format with over 300,000 pre-connected trading entities

Boost profit margins by automating business transactions with partners of any size or technical capability

Optimize B2B performance by improving strategic decision making with real-time end-to-end process visibility

Faster trading partner on-boarding

Reduce the risk of non-compliance with secure signing, validation, and transparent auditing

Solution Overview

IBM Sterling B2B Collaboration Network is a flexible cloud B2B Integration

solution providing reliable, secure connectivity and collaboration with customers

and business partners. It also delivers unprecedented visibility and control over

the business processes shared with outside companies. IBM Sterling B2B

Collaboration Network suite of services includes IBM Sterling Information Broker

as well as a comprehensive set of community services, transformation services,

visibility services and software-as-as-service.

Why IBM

In 2011, Aberdeen Research conducted an analysis of IBM Sterling Collaboration Network customers and found that automating manual process for the most common transactions results in cost savings between 58% - 77%.

IBM offers a modular approach to address key challenges today and grow with confidence

Facilitate growth of B2B community without burdening internal resources and capital

Deploy solutions on-premises, as-a-Service, or as a hybrid combination.

Additional Sales Enablement

PartnerWorld ibm.com

Pain Points

Increasingly diverse business communities

Costly, error-prone manual business processes

Complying with customer requirements

Lack of real-time business visibility & control

Limited IT & business resources to implement & manage B2B infrastructure

projects

Finance and compliance issues; failed audits

Lengthy on-boarding of new partners

Client References

Huhtamaki Americas

The Random House Group

IBM Sterling B2B Collaboration Network

© 2011 IBM Corporation 22

Messaging link to Smarter Commerce

Smarter Commerce Customer Integration & Collaboration helps enterprises optimize their B2B customer interactions. The solution enables companies to 1) connect

with their B2B customers and partners, building and simplifying system communications, and 2) automate the transactions, files and business processes through which

revenue flows. Once connection and automation have been accomplished, the solution 3) enables improved collaboration between the people involved. The

collaborative foundation fosters innovation and provides increased visibility for more strategic decision-making. IBM is the only vendor who can offer a comprehensive

solution that is integrated and offers you choice in delivery models.

Benefits / Business Value

Scalable architecture to support growth.

Reliable & secure file transfers, internal or external to the organization, regardless of use case.

Visibility over file transfers with audit trails and reports to verify compliance and adherence to SLAs.

Consolidation of file transfer servers and security management.

Automated processes in transforming and routing files.

Reduced time & costs to on-board & troubleshoot trading partner file transfers.

Why IBM

Ranked as a leader in B2B Integration and Managed File Transfer by Gartner

Security

- The IBM Sterling protocol has never been breached

- The average cost to mitigate a security breach is $6.65M2

Improved staff productivity

- Minimize failures – a 99.9997% measured file transfer success rate.1 The average cost per file transfer to troubleshoot is $.05221

Additional Sales Enablement

PartnerWorld ibm.com

Pain Points

Comply with customer B2B mandates Improved customer service - Answer the question, “where is my order/file?” Performance of growing volume of file transfers Increasing security risks to networks & data High risk of FTP based file transfers Increasing costs for file-based data movement Delays in on-boarding new trading partners Lack of visibility over file transfer activity & SLAs Provide actionable information to business users Impact to business of unreliable file transfers

Client References

SXC Health Solutions

Taishin International Bank

IBM Sterling Connect:Direct

1Data points referenced in this presentation represent findings from an internal IBM Sterling research study - December 10, 2009 2 Data from Ponemon Institute 2009 Annual “Cost of Data Breach” US studies

Solution Overview

IBM Sterling Connect:Direct is the point-to-point file transfer software optimized

for high-volume, secure, assured delivery of files within and among enterprises.

Sterling Connect:Direct can deliver files with: Predictability that assures

delivery via automated scheduling, checkpoint restart, and automatic

recovery/retry; Security that ensures that customer information stays private,

and that file transfers are auditable for regulatory compliance via a proprietary

protocol, authorization, and encryption (FIPS 140-2, and Common Criteria

certified); Performance that handles the most demanding loads, from high

volumes of small files to multi-gigabyte files.

© 2011 IBM Corporation 23

Messaging link to the CMO Study Findings

Today’s midmarket CMOs need to find ways to use the increasing flow of data to their advantage and turn insight into action that drives a better bottom line. Organizing

and using their information strategically is key. IBM i for Business Intelligence establishes a foundation for a data warehouse and makes operational reporting easy.

Benefits / Business Value

Turn data into insight

Operational reporting made easy

Establishes a foundation for a data warehouse

Leverages existing system i skills and resources

Solution Overview

IBM i for Business Intelligence is a packaged solution targeted at existing IBM i

midsize customers that combines the strengths of Power Systems, IBM i, DB2 for

i, DB2 Web Query and data transportation software to deliver an integrated

platform that houses the extracted and transported data sourced from production

systems. It enables midsize businesses to quickly and easily get up and running

with operational reporting and transition into a robust data warehouse as

business needs change. It is offered in 3 configurations, all including 3 days of

services to ensure a fast start.

Why IBM

A secondary box:

- Alleviates processing cycles on the production environment

- Gets the customer new technology without disrupting their production box

- Can be used for many other things too - i.e. testing new levels of OS;

development

Start-up services allow a fast start – new informational reporting in 3 days

Additional Sales Enablement

PartnerWorld

Pain Points

Forced outside of an IBM i infrastructure to avoid impact to production system

Using Query/400 – and missing the advantages of web-based access and rich

graphical interfaces

Client References

No references available, as this offering has been recenly announced.

IBM i for Business Intelligence

© 2011 IBM Corporation 24

Messaging link to the CMO Study Findings

To delight customers and increase their loyalty, midmarket marketing leaders need to integrate marketing with all sales channels to gain a better understanding of each

individual customer. They also need to work with their CXO peers to ensure the organization consistently displays its character at every marketing, sales or customer

service interaction. The IBM i Solution Edition for SugarCRM is a fully integrated solution that helps streamline marketing, sales and support to provide a single view of

the customer, enabling the company to treat each individual customer the way he expects everytime. The positive impact on revenue and customer satisfaction

combined with the low cost of acquistion and ownership of this bundled solution helps deliver the ROI that CMOs tend to be measured on.

Benefits / Business Value

Helps increase revenue with additional and faster sales while reducing sales expense for sales tracking

Streamline marketing, sales and support with a fully integrated CRM solution that includes the security and control of an integrated hardware and software solution

Leverage software optimized to run on the IBM i platform, for industry leading scalability, performance and energy efficiency

Reduce cost of acquisition with bundled pricing and cost of ownership with minimal maintenance and ongoing support

Solution Overview

IBM i Solution Editions are designed to help midsize businesses take advantage of the combined experience and expertise of IBM and independent software vendors (ISVs) in building business value with IT investments. Each Solution Edition provides a simplified, easy to manage, high performance IT environment for core business applications. This SugarCRM and IBM solution provides simple cost-effective customer relationship management (CRM) to help build lasting relationships with customers. Coupled with the total integration delivered by IBM i and the Solution Edition system discount, this solution delivers the performance today’s businesses need while driving down the total cost of ownership.

Why IBM

Fully integrated solution that combines the industry leading scalability,

performance, energy efficiency and high availability of the IBM i platform with a

fast growing, simple and cost effective CRM solution.

Superior service and support with highly coordinated joint service teams

Easy to deploy (install in minutes) and integrate with existing systems

SugarCRM is based on open source, so it can easily be modified or extended

to work with existing or new applications

Additional Sales Enablement

PartnerWorld

PW – SugarCRM Product Capabilities

Pain Points

Need to provide marketing, sales and customer support with a single view of

the customer to support business growth

Need to be more responsive to customers to increase customer satisfaction

Need to build lasting relationships with customers

Need to deploy a CRM solution on a platform that is scalable, easy to

administer and secure

Client References

No references available, as this offering has been recenly announced.

IBM i Solution Edition for SugarCRM

© 2011 IBM Corporation 25

Messaging link to the CMO Study Findings

Marketing ROI is a key metric for today’s CMOs. One way a CMO can help improve marketing ROI is by influencing the customer experience across all channels that

customers use to buy. For the traditional bricks and mortar shopping environment, IBM SurePOS point-of-sale solutions help speed checkout and enhances customer

service by enabling price lookup in addtion to providing a multi-channel view of customers.

Benefits / Business Value

Helps speed checkout and enhances customer service by enabling price lookup, faster transactions, multi-channel view of customers

Open platform enables easy integration with newly introduced systems

Reduces IT cost by managing your POS and applications from a central site

IBM retail hardening helps ensure system reliability in a variety of environments and helps extend service life to 7+ years, reducing environmental waste

Extended 2 – 3 year marketing cycle helps businesses add technology without “rip and replace”

Solution Overview

IBM SurePOS point-of-sale solutions are for small to midsize retailers that need

the same reliability and performance as large, global organizations and demand

exceptional value. These solutions provide the power and industry-leading

technology to run today's off-the-shelf and customized applications for front-end

and back-office functions, including checkout and inventory control. In addition,

the energy-efficient processor helps reduce power consumption and virtually tool

free serviceability helps lower total cost of ownership.

Why IBM

Investment protection - Retail hardened design, reliability, IBM breadth of

product offerings, open standards, systems management capability means you

can grow with IBM with low TCO.

Energy efficiency through deep sleep power automation

Tool-free serviceability with easy access to key components

Superior customer shopping experience

Additional Sales Enablement

PartnerWorld

ibm.com

Pain Points

Need to improve same-store sales and optimize checkout

Employees lack knowledge of products and systems

Lack of POS flexibility/expandability to deliver needed functionality

Increasing POS support costs

Implementing new functionality, including computer-generated ordering / replenishment, payment card initiatives, loyalty programs and loss prevention

Low reliability of POS solution affects the ability to conduct business

Minimizing environmental impact

Client References

Vicsal Development Corp.

Limited Stores, LLC

Compass Group France

IBM SurePOS

© 2011 IBM Corporation 26

Messaging link to the CMO Study Findings

Today’s CMOs can improve marketing ROI by influencing the customer experience. Providing self-service technologies for customers helps meet the growing demands

of customers who expect to have options to shop wherever and whenever they want. By offering this flexibility, companies can improve their customer service and build

customer loyalty – an area that CMOs feel unprepared to deal with. The innovative IBM AnyPlace Kiosk unit delivers a powerful multimedia experience in an ultra-

compact form factor with the flexibility to be placed virtually anyplace.

Benefits / Business Value

Flexibility to be placed virtually anyplace

Easy to manage, easy to service, and built eco-friendly with an innovation design for ultimate usability

All-in-one integrated design, avoiding the purchase of separate pieces, parts or accessories and taking advantage of features and hardware that are designed to work together

Robust, stable platform, helps enable efficient roll out of self-service solutions, and of future deployments

Solution Overview

The innovative IBM AnyPlace Kiosk unit delivers a powerful multimedia experience in an ultra-compact form factor with the flexibility to be placed virtually anyplace. This family of kiosks is easy to manage, easy to service, and built eco-friendly with an innovation design for ultimate usability. It can be used in a variety of applications from the growing IBM Self Service Alliance program of IBM Business Partners. The IBM AnyPlace Kiosk family includes performance units in 19", 17" and 15" sizes that offer larger screens, faster processors, more memory, larger hard drives and faster graphics as well as dual-display capability and wireless options to enable superior digital media kiosks.

Why IBM

Unmatched depth and breadth of self-service expertise that drives real

business value

Superior integration capabilities to protect legacy investments and extend

business assets

Additional Sales Enablement

PartnerWorld

ibm.com

Pain Points

Difficulty in attracting and retaining customers who will remain loyal to your business

Difficulty in training and educating store employees to have the breadth and depth of product knowledge to meet consumer needs

Lack of a differentiated in-store experience versus local and national competitors

Dissatisfied customers who are forced to wait in long lines to complete transactions/tasks that can be easily automated with a self-service kiosk

Client References

Riso Gallo S.p.A.

Specsavers

IBM AnyPlace Kiosk

© 2011 IBM Corporation 27

Messaging link to the CMO Study Findings

The Payment Card Industry – Data Security Standard is an extensive guideline that regulates how credit / debit card data needs to be secured. There are 12 areas that

each company needs to comply with in order for them to be able to process credit/debit payment transactions. What would it mean to your business if you were found

non-compliant and your business was not allowed to process credit an debit transactions? Would your clients be able to process orders? Would you lose some

business? Would you lose some clients? Protect the ability of your customers to pay you electronically and make sure that how you handle their payment information

protects their data.

Benefits / Business Value

Certified PCI subject matter expertise to walk clients through the entire compliance process

Increases efficiency in achievement and maintenance of PCI compliance

Reduces costs of achieving and maintaining PCI compliance by taking the guesswork out of interpreting the PCI requirements and the remediation steps to become compliant

Acts as advocate for client with PCI Standards Board to get compensating controls approved

Solution Overview

Express PCI assessments are designed to help clients meet the Payment Card Industry Data Security Standard for compliant quarterly network vulnerability scans. Our services are intended to help those clients who need to meet PCI requirements as well as those that have already achieved compliance but need to continue to gain efficiencies in maintaining PCI compliance.

• The entry point for this play is the Express PCI assessments

• Additionally, Express PCI assessments provide pull through and uncover additional IBM sales opportunities for additional PCI assessment services as well as IBM cross brand solutions from SWG, STG, GBS and GTS

Why IBM

The IBM offer includes subject matter expertise to assist customers in

interpreting the results of automated scans, Other vendors offers scans only

and leave it up to the client to understand the results and implement the right

remediation steps for compliancy.

IBM is the only vendor with solutions that address all 12 PCI requirements

IBM is globally certified to perform PCI services and unlike others, provides full

remediation assistance to help clients meet PCI requirements more quickly

and efficiently.

Pain Points

Lacking the expertise on staff to understand the output of network vulnerability

scans and identify areas of non-compliance

How to take necessary remediation steps required to pass the quarterly PCI

vulnerability scans for certification

How to gain efficiencies to maintain PCI compliance from a cost, resource and

solution standpoint

IBM TMS - security enablement & vulnerability management - Express PCI assessments

Additional Sales Enablement

PartnerWorld ibm.com

Client References

Tilly's Inc.

© 2011 IBM Corporation 28

APPENDIX

© 2011 IBM Corporation 29

Where to look for additional Information

Systems and Technology Group PartnerWorld – Systems & Technology Group

Software Group

PartnerWorld – Software

Global Technology Services PartnerWorld - Global Technology Services

IBM Global Financing PartnerWorld - IBM Global Financing